The CB New Homes Difference

August 31, 2021

The CB New Homes Difference

This is a story about what happens when serendipity meets expertise. In the case of East Gate Oceanport, the results were nothing short of extraordinary, thanks to The CB New Homes Difference.

How It Began

East Gate Oceanport is a residential community within the boundaries of the 1,126-acre former Fort Monmouth Army Post, which closed in 2011. It began with a government agency known as FMERA (Fort Monmouth Economic Redevelopment Authority), which was established to master plan and sell the property to residential and commercial developers. As part of that effort, FMERA hosted a REALTOR® tour. Kathryn Perez was one of those REALTORS®.

During that tour, Kathryn met one of the developers who was intending to introduce the first residential component of the Fort Monmouth redevelopment. Kathryn worked the preliminary market analyses and when the developer won the bid, he contacted Kathryn to discuss next steps. At this time Kathryn was considering changing brokerages and when she met with the CB New Homes team, it sealed her decision to go with CB. Not only did Kathryn see that the New Homes team nailed the local market numbers and had the experience of thousands of successfully marketed units under their belt, but she also felt they were a delight to work with. Best of all, Kathryn’s developer thought so too!

Putting The CB New Homes Difference to Work

After joining CB Rumson, Kathryn arranged a meeting between her developer and CB New Homes. The developer was also impressed with CBNH’s new homes experience and knowledge. He hired the CBNH team for sales of the Fort Monmouth community, which became known as East Gate Oceanport. He knew how important it was to have the first residential component of the former Fort Monmouth properly presented, as it was pioneering the location for residential housing. He recognized that CBNH was uniquely positioned to successfully present this milestone community.

The 68-home community required expertise in selling a large community with an experienced, dedicated onsite sales presence six days per week—precisely the kind of experience CB New Homes provides to its builder/developer clients. Kathryn had neither the new home sales experience nor the desire to give up her thriving resale business, but CB New Homes’ professional onsite sales staff was developed specifically for these types of situations.

“It was a marriage made in heaven for me,” Kathryn says. “It enabled me to continue with my other real estate business while still being involved in the exciting new East Gate project.”

Enter CBNH’s Sharon Bloodgood, an experienced new homes sales expert whose full-time job for the sales life of the community was to act as the Builder’s Onsite Representative. Sharon sold onsite to prospects and interfaced with the builder and construction. CB New Homes advised the developer, including conducting architectural reviews, consulting on sales office design, fully decorated model merchandising and location, and developing individual unit pricing and release strategy.

As the procuring cause of the East Gate account to CBNH, Kathryn received a referral compensation for each sale. When the developer decided to cooperate with the brokerage community, Kathryn became the Broker Liaison, listing the community in the MLS, holding REALTOR® events such as open houses and office meetings onsite, and encouraging brokers to bring their buyers to East Gate. For every sale where a REALTOR® was the procuring cause, Kathryn was compensated.

The community sold out in under three years, and prices exceeded the builder’s pro forma by more than 10 percent. Sharon Bloodgood was named New Jersey Builders Association Salesperson of the Year for both her sales results as well as her key role in the successful launch of the former Fort Monmouth as a desirable residential community. And since Kathryn is known in the local area as the East Gate Broker Liaison, she is now receiving calls about resales in the sold-out community.

How Can the CB New Homes Difference Help YOU?

CBNH provides services to both small and larger builder/developers, including predevelopment services, marketing strategy and materials, and experienced new home sales staffing.

For Coldwell Banker local office managers, these can be important recruiting tools. No other brokerage has a team like ours. We have the resources—and the track record—to help you serve builder/developer clients with new home communities, both large and small.

For CB local office associates who know a builder/developer but who lack new homes sales or marketing experience: No problem! CB New Homes can help you develop this new revenue stream, just like we did for Kathryn Perez and countless others in your situation.